Open Domain Sphinx Solutions, Inc. www.odsphinx.com
Successful Sphinx Logon Sales Strategies
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
This presentation covers:
1. Sphinx Basics
2. How to Sell Sphinx
3. Three Success Stories
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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• Enterprise logon manager software
• Enables two-factor authentication
• Works with most ID cards
Sphinx Basics
What is Sphinx?
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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• IT admin centrally manages
employee passwords
• Different levels of logon access
permitted by employee type
Sphinx Basics
What is Sphinx?
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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• Many industry regulations require two-factor
authentication
Healthcare: HIPAA
Law Enforcement: CJIS
Financial: GLBA
Utilities: NIST
Sphinx Basics
Why do customers need Sphinx?
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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• Most security breaches occur because of weak
passwords
• 90% of organizations polled by Kaspersky had a
security breach
Sphinx Basics
Why do customers need Sphinx?
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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• Easy to add on and use
• No rebadging or network change
• Cost effective “per cardholder” fee
• Government strength encryption
• Known in the industry for quality
Sphinx Basics
What’s special about Sphinx?
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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Open Domain Sphinx Solutions, Inc. www.odsphinx.com
2How to Sell Sphinx
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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Open Domain Sphinx Solutions, Inc. www.odsphinx.com
2How to Sell Sphinx
Go for the verticals
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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Open Domain Sphinx Solutions, Inc. www.odsphinx.com
2How to Sell Sphinx
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
0319
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
2How to Sell Sphinx
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
2How to Sell Sphinx
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
2How to Sell Sphinx
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
3Three Success Stories
Sheriff’s office
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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The sale:
Cards:
Usage:
new customer made contact after
reseller’s advanced
authentication presentation
had Prox, upgraded to Mifare
office, jail, police cars use
Toughbooks
LAW ENFORCEMENT
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
3Three Success Stories
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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IT manager loves that he can manage
all passwords
No change to building access or
network setup
Enthusiastic Sphinx supporter
Customer response
LAW ENFORCEMENT
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
3Three Success Stories
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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Also won staff ID and handgun
permit photo ID business
Got approval from state Bureau
of Investigations for Sphinx
Currently scheduling presentation
for county IT association
Vertical: Law enforcement
Motivation: CJIS regulation
Contact: IT manager
Size of deal: $18,000
Per year: $ 3,000
Reseller wins
LAW ENFORCEMENT
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
3Three Success Stories
Hospital group
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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The sale:
Cards:
Usage:
supply sales rep called on hospital
implementing new HIS, asked
questions about logical access
had Prox, upgraded to Mifare
doctors, nurses, staff have
different access rights
HEALTHCARE
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
3Three Success Stories
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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Customer was considering a
competitor, Sphinx was a better fit
Better value, much easier
They liked Sphinx so much they rolled
it out to two more hospitals in group
Customer response
HEALTHCARE
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
3Three Success Stories
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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Led to updating ID systems
and access control
Hospitals were small/med
sized in very poor counties -
not making assumptions led
to big sale
Vertical: Healthcare
Motivation: HIPAA
Contact: IT manager
Size of deal: $63,000
Per year: $ 7,300
Reseller wins
HEALTHCARE
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
3Three Success Stories
Insurance group
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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The sale:
Cards:
Usage:
existing customer using Badgepass
Identity Manager and Access
Manager added Sphinx for logon
Badgepass smartcards
auto-generate random password
every xx days, use on PCs in office
and laptops out of office
INSURANCE
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
3Three Success Stories
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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IT manager was skeptical, quickly won
over
The ease of use and cost effectiveness
made Sphinx a “no brainer”
IT manager uses all the bells &
whistles but never has any questions
Customer response
INSURANCE
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
3Three Success Stories
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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Kept existing customer happy
by making the card do more
IT manager was protective of
IT space - reseller persisted
and ended up impressing
Vertical: Insurance
Motivation: NAIC
Contact: IT manager
Size of deal: $24,500
Per year: $ 2,300
Reseller wins
INSURANCE
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
• Always remember, we take over all technical
details: demos, questions, etc.
• Persist, emphasize “make your card do more”,
and you will succeed!
Final note…
Open Domain Sphinx Solutions, Inc. www.odsphinx.com
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